Play #036 Win More Deals By Saying NO!
The discipline to say NO and only work on the right deals
Welcome to the Play #036 of the Sales Transformation Newsletter. Each week I will bring you one Sales play that is tested through scaling multiple 7-figure B2B businesses that you can put into action to scale your business.
In the next two weeks, I will drop a course on how to guest on 30 top podcasts in 30 days. After guesting on 100+ top shows, which grew my brand, opened doors, and contributed to over $1M in revenue, I want to share how it can work for you. The course will be $199, and you can join the waitlist for early access and get 50% off HERE.
As a four-time founder and three-time sales leader, I've navigated the
intricate landscape of deal-making and witnessed firsthand the
importance of disqualifying deals effectively and efficiently. 🤝
I learned early on that having the discipline to say NO 🙅♂️
and only work on the right deals was the key to success. 🙌
This can be very hard for many sales organizations, and it’s often
the one thing that can change the success of their business.
Disqualifying deals may seem counterintuitive, but it's a strategic
move that distinguishes successful sales leaders from the rest.
It involves identifying when a potential deal aligns 👍 or does not. 👎
By disqualifying such deals early on, you free up valuable time and resources
to pursue more promising opportunities that can lead to more success.
You’ll need to take a look at two things and break each of them down.
1. What makes a great client?
This can be the industry, size, problems they have,
and how accessible they seem to be to work with.
2. What makes a bad client?
This can be specific industries, job titles, and revenue ranges,
but also how they are in the process, like asking for discounts
immediately, being vague, or even being rude.
Now that you have these all written down, you need to stick to working
with clients that are a good fit and turn away those that are not. Some of
your criteria will be simple, but you must listen to your gut sometimes.
The best sellers I know say no often, and it has helped them reach levels
in their sales careers that most dream of. Being disciplined and respecting
your time are essential to being a top performer in anything you do.
See you again next week!